37.3% sales growth for a chemical manufacturer from Olsztyn
We remodeled the offer presentation method and trained 4 field sales reps. The effect came faster than we expected.
A local producer of household chemicals from Olsztyn was struggling with stagnation. Despite good products, salespeople couldn't break through to new wholesalers, and old contracts were slowly expiring. We entered the company to check facts in the field and unlock the margin.
The challenge
Chem-Olsz had a specific problem: sales had fallen by 11.4% compared to last year. 417 pallets of goods that no one knew how to sell were stuck in the warehouse. Sales reps visited points, but their effectiveness was only 13.8%. The offer presentation was boring and too technical—customers simply fell asleep listening to the chemical composition of the liquids. Concrete financial arguments for shop owners were missing.
Our approach
Instead of sitting in the office, our consultant Marek spent 14 days in the car with sales reps, driving around the Warmian-Masurian and Podlaskie voivodeships. We saw with our own eyes where the money was leaking. From idea to the first invoice, we took a short path: we threw 7 unprofitable products out of the offer and focused on what gives the most profit. (By the way, the salespeople complained terribly at first about the new scripts until they saw the first commissions).
The solution
We introduced a new system of talking to customers that shortened negotiation time by an average of 22 minutes. We trained 4 field sales reps in closing sales, rather than just 'presenting' a catalog. We created a simple spreadsheet for the customer that showed clear profit from every bottle of liquid sold. We focused on facts, not on fluff about quality.
Results
In just 3 months, the warehouse was cleared of stagnant pallets, and the company regained financial liquidity. Sales skyrocketed, and the salespeople finally began to believe in what they offer.
Timeline
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September 2023Field audit and analysis of 417 pallets of warehouse stock
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October 2023Workshops with salespeople and implementation of new profit sheets
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November 2023Expansion to Podlaskie and Masovian voivodeships
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January 2024Results summary and stabilization of the new sales network
"I was skeptical because many had already promised us mountains of gold. But Market Accelerator got into the mud, went into the field with my people, and showed them how to earn. The margin counts and they understand that."